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A
Hang
on
the
day
before
the
US
holiday
I'm
glad
to
see
we
have
a
good
crew
here.
So
thank
you
very
much.
We
are
doing
the
group
conversation
for
strategic
marketing.
Please
note
we
are
live
streaming
on
YouTube
now,
so
keep
that
in
mind
as
well
as
please
enter
any
questions
that
you
have
into
the
agenda
doc,
which
is
linked
in
the
invitation
for
you.
So
we'll
get
going
William.
A
B
C
A
So,
if
you
kind
of
go
to
slide
11,
you
will
see
some
of
the
details
there,
but
basically
what
I
also
did
to
add
into
the
game
as
we
give
all
these
pins
out
to
each
of
the
14
resellers
and
we
send
people
out
on
their
this
game
day
journey
where
they
go
and
they
visit
all
of
our
partners.
Ask
about
the
integration,
perhaps
maybe
we're
on
their
marketplace.
So
they'll
go
up
to
say,
for
instance,
digitalocean
and
say:
hey
our!
A
You
know:
how
do
you
partner
with
yet
lab
and
digitalocean
will
say
hey
you
know
we
have
them
on
our
one-click
app
marketplace,
and
this
is
how
it
works.
Let
me
show
you
lots
of
our
partners
we're
doing
demos
with
get
lab
in
their
booths.
In
return,
they
get
a
pin
once
they
collect
all
14
pins.
We
ask
that
they
post
it
on
social
media
with
the
hashtag
tanuki
adventure.
A
couple
of
the
highlights
you'll
see
on
that
slide
there.
Some
of
the
impressions.
This
is
specifically
the
impressions
and
potential
reach
is
for
the
hashtag.
A
Only
this
does
not
include
the
whole
live
event
in
all
the
tweeting
that
we
did
throughout
the
entire
event
on
the
at
get
lab
handle-
and
one
of
you
know
from
my
standpoint,
thanks
to
Kristin
and
our
on
our
social
media
team,
who
is
very
new
and
very
amazing,
we
were
able
to
locally
trend
as
well
at
about
five
30
p.m.
local
time
in
San
Diego,
with
all
of
the
activity
that
we
were
seeing
around
the
Tanooki
Adventure.
A
Some
of
the
highlights
you
know
not
to
go
into
so
much
detail
in
this
one
area,
but
some
of
the
highlights
were,
as
we
were,
getting
people
to
return
to
get
their
final
pin.
They
were
saying
wow.
Thank
you
so
much
for
doing
this,
because
I
would
have
never
stopped
by
X
Y,
&,
Z
partners
and
I
really
see
that
they
have
a
you
know:
tremendous
amount
of
value
with
the
get
lab
solution
and
their
solution.
So
it
was
actually
a
very
fun
thing
to
watch.
D
A
For
all
of
strategic
marketing,
I
think
that
you
know
in
our
short
time
frame
from
our
last
group
conversation
I
would
say
that
on
which,
for
us
was
only
four
weeks
when
I
look
at
just
the
entirety
of
the
top
three
results
on
slide.
Five
that
we
have
around
all
five
of
our
disciplines,
I
think
we
have
done
an
amazing
job
in
delivering
some.
E
A
You
share
it
for
me
thanks
I
know
something
is
not
working
correctly.
There
we
go
awesome
yeah,
so
this
is
slide.
5
is
the
one.
If
you
look
at
what
we've
accomplished
in
the
last
four
weeks,
a
girl
across
all
the
disciplines
I
think
it's
some
pretty
amazing
stuff.
I
know,
we've
all
been
super
busy,
so
I
would
say
that
that
to
me
is
the
highlight
and
then,
if
you
go
to
slide
eight
Ashish,
the
sheer
volume
of
of
what
product
marketing
and
the
events
that
have
supported
is
actually
very,
very
astounding
as
well.
A
B
Think
we
made
good
strides
even
with
some
of
the
panelist
relations
area,
especially
the
you
know.
We
had
some
very
meaningful,
deep
dive
inquiries,
as
well
as
some
submissions
to
major
reports.
I,
don't
know
if
callings
online
and
like
for
him
to
kind
of
lead
us
through
that.
If
not,
you
know
Joyce
I.
E
G
E
G
E
E
We've
also
been
attending
a
couple
of
the
shows
we
did
the
Gartner
IT
symposiums,
both
in
the
US
and
Amiga,
and
getting
ready
to
be
in
a
couple
in
a--
and
another
Gartner
show
here
shortly
and
doing
a
lot
of
work
around
that,
and
one
of
it
I
must
say,
is
these
areas
that
we're
getting
into?
If
you
look
at
cloud
CI,
that's
in
our
core
area,
but
focusing
on
the
SAS
version
of
it
and
certainly
application
release.
E
B
Joyce
one
of
the
things
I
want
to
highlight,
and
unlike
Dan
to
speak
to
it
is
we've
been
doing
a
lot
of
work
with
technical
partnerships,
and
these
are
very
leading,
cutting-edge
kind
of
new
technologies.
A
good
example
is
anthos,
and
the
reason
I
want
to
highlight
there
is
like
I
want
the
company
on
a
broader
scale
to
know
about
these
integrations
as
you
go
out
in
the
field
and
talk
to
your
prospects
that
you
talk
to.
You
know
different
analysts.
B
D
G
A
Yeah
Dan,
that
is
I
mean
it's
been
I
know
that
from
a
alliances
partnership
standpoint
it's
been
a
lot
of
work,
but
the
team
has
delivered
some
amazing
demos
as
a
result,
and
we
do
appreciate
all
the
work
that
you've
done.
Also,
you
know,
as
she
said,
I
forgot
to
mention
on
one
thing
that
we
did
do,
which
is
that
we
should
probably
announce
to
everybody,
because
I
think
it's
super
cool
and
super
important,
which
is
the
finis
open
source
project.
A
So
finis
is
the
FinTech
open
source
foundation,
specifically
around
the
financial
industry
and
to
date
all
their
open
source
projects
have
been
hosted
on
github.
They
have
an
event
on
December
9th,
which
we
sort
of
hopefully
took
over.
We
had
our
branded
logos
on
all
of
the
lanyards
as
well
as
we
had
a
booth
on
site
and
the
big
announcement
there
is
that
goldman
sachs
is
putting
there
and
running
an
open
source
project
called
a
lloyd
platform
and
they're
going
to
run
it
on
get
lab.
A
So
it
will
literally
be
the
first
open
source
project
for
the
the
foundation
that
will
be
running
on
get
lab,
and
you
will
see
a
lot
more
around
this.
This
is
a
huge
thanks
to
Goldman
Sachs
as
being
a
great
customer
and
an
investor,
and
there
is
a
link
in
in
the
slides
for
the
press
release
around
that
I
think
q1
of
calendar
year
2020
is
when
they
will.
Actually
you
know
people
will
be
able
to
start
contributing
to
that
project
and.
B
A
B
D
D
We
ship
that
with
12.5
we
did
a
day
together,
an
announcement
during
a
coop
con,
and
all
of
that
was
very
successful
as
well,
and
a
large
team
effort
not
just
from
strategic
marketing.
But
you
know
products,
AR,
PR
or
AR
sparked
search
engine
marketing,
but
a
lot
of
folks
across
get
lab.
All
came
together
for
that
event
in
that
announcement
and
I.
Think
John
is
a
next
step
on
the
questions.
H
Thanks
William
before
I
ask
my
question:
I
just
wanted
to
say
thank
you
to
Joyce.
She
arranged
a
great
call
with
a
few
analysts
for
me
and
Ray
yesterday
to
discuss
diversity
in
the
community
and
it
was
really
insightful
and
also
really
inspiring.
So
thank
you
Joyce
for
setting
that
up.
My
question
is
around
you
know
it's
that
previous
question.
You
know
you
guys
we're
all
talking
about.
You
know
the
successes.
You've
had
recently
I'm
curious.
A
So
I
can
John
that's
a
really
great
kind
of
forward-thinking
question.
So
I
appreciate
that
it's
usually
not
something
that
we
would
do,
and
you
know
like
on
a
slide
but
I'm
happy
to
cover
you
know,
because
we
sort
of
have
these
five
disciplines
from
my
standpoint
on
the
partner
side,
I
think
that
we
will
continue
to
work
very
strongly
and
closely
with
all
of
our
you
know,
sort
of
Tier
one
or
high
priority
partners.
A
Technology
partners,
including
you
know,
AWS
and
Google,
and
you
know,
we've
done
a
lot
of
lessons
learned
around
what
events
regionally
that
the
field
team
has
been
working
and
how
well
we've
been
executing
at
the
corporate
events
like
AWS
reinvent
in
Google.
Next,
we
will
continue
that
to
hone
in
on
you
know,
understanding
sort
of
what
are
the
strategic
sponsorship
levels
that
we
should
do
from
a
cost.
You
know
pipe
perspective,
we'll
continue
with
that.
We
will
continue
with
things
on
the
partner
side
like
the
Tanooki
adventure.
A
It
really
helps
us
to
project
out
to
the
the
world
that
we
have
really
good
partnerships,
and
we
will
continue
to
do
that
as
well.
That
is
a
big
theme
for
us
in
2020
is
making
sure
not
only
that
we're
executing
at
the
partner
levels
and
executing
at
all
the
events,
but
really
ensuring
that
everybody.
You
know
around
out
there
in
the
world
understands
that
we
are,
you
know,
get
lab,
is
a
good
company
to
partner
with
and
and
do
integrations
with.
B
Alright
I'll
answer
some
of
the
other
aspects
of
it,
so
we're
also
gonna
focus
like
I,
think
John
and
shin
here,
John's
on
a
crew.
So
it's
amazing
that
he's
actually
putting
in
an
answer
here,
I'm
kind
of
surprised,
but
all
of
you
are
aware
that
we
did
a
new
kind
of
reset
for
messaging
and
training
of
the
you
know
messaging
that
we
came
up
with
with
the
help
of
force
management.
So
we
continue
to
operationalize
that.
But
the
big
challenge
is
you
know,
as
we
are
growing
really
rapidly.
How
do
we
percolate
that?
B
B
We
are
pivoting
also
on
our
guru
market
model
to
a
use
case
based
market
model,
and
it's
in
the
handbook.
We've
talked
about
it
before
and
if
you
don't
know
about
it,
you
can
link
it
from
here.
But
looking
at
you
know
what
problems
our
customers
are
looking
to
solve
so
that
we
can
map
to
those
problems
and
therefore
help
them
with
our
gate
lab
offerings
right.
That's
the
idea
with
use
case
based
go
to
market
model,
continue
to
do
stronger
and
better
rankings
on
analyst
reports.
B
So
you
know
working
in
conjunction
with
the
community
team.
You
know
getting
more
customers
more
advocates
out
there.
Speaking
on
behalf
and
and
on
the
competitive
intelligence
site,
we
are
starting
to
kind
of
do
more
depth
on
the
top
competitors
to
help
our
sales
teams
and
our
partner
teams
and
we're
also
looking
at
the
next
iteration
iterations
for
comparisons
on
the
public
website.
How
do
we
make
them
more
consumable,
starting
to
look
at
you
know
what
what
comparisons
have
attraction
and
what
are
people
interested
in?
What
are
we
missing
that
we
need
to
add?
B
H
Don't
have
to
comment,
you
guys
have
done
a
great
job
of
sort
of
saying
what
you're
up
to
I
wanted
to
hear
from
the
hash,
if
possible,
just
to
sort
of
get
a
sense
for
the
improvement,
It's
Made
on
crayon
and
kind
of
you
know
since
you've
gotten
here.
What
would
have
you
seen
and
done
relative
to
crayon
and
our
competitive
I
guess
profiles
or
whatever
we
call
them
for
sales.
I
Thanks
Todd,
so
as
far
as
crayon
is
concerned,
the
major
improvement
there
we
have
done
is
with
single
source
of
truth
all
the
comparative
information
into
crayon.
Previously
we
had
like
some
information
in
crayon
some
information
in
slides,
so
we've
kind
of
brought
all
of
that
and
so
going
forward.
Crayon
is
going
to
be
the
symbols
of
truth
for
comparative
information
internally
speaking
and
then
we're
continuing
to
do.
I
You
know
similar
effort
on
the
on
the
DevOps
tools,
landscape,
page
and
the
products
that
it
links
to
so
that's
sort
of
continued
ongoing
as
far
as
going
forward.
What
we're
going
to
do,
I
would
say
that
you
know
transitioning
the
whole
competitive
analysis
from
a
company
standpoint
into
a
more
Yusuke
standpoint
right
now.
If
you
look
at
comparative
analysis,
it's
looking
at
say.
For
example,
you
know
azure
develops
as
a
whole,
but
the
conversations
that
we
are
having
with
customers
is
really
around
CI
or
CR
C
D,
you
know
so
on
and
so
forth.
I
So
we
are
trying
to
make
the
comparative
analysis
and
how
we
talk
about
Goodlatte
capabilities.
Compare
it
with
our
competitors
in
a
more
use
case,
friendly
manner,
so
that
you
know
our
customers
can
actually
consume
it
more
easily,
and
our
sales
team
also
has
an
ability
to
make
a
very
you
know.
Better
car
have
better
conversations
more
focused
conversations
on
that.
So
there's
lots
more
information.
You
know
to
be
added
there.
Those
are
the
two
main
things
and
the
other
thing
I'd
like
to
point
out
is
the
ROI
model.